Veeam - Virtual Technology Sales Enablement and Pre-sales Team of the Year

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Company: Veeam, Atlanta, GA
Company Description: Veeam® is the leader in backup solutions that deliver Cloud Data Management™. Veeam provides a single platform for modernizing backup, accelerating hybrid cloud and securing your data. Our solutions are simple to install and run, flexible enough to fit into any environment and always reliable.
Nomination Category: Sales Awards Team Categories
Nomination Sub Category: Virtual Technology Sales Enablement and Pre-sales Team of the Year

Nomination Title: Sales Acceleration, Veeam

Veeam is the global leader in backup, recovery, and data management solutions that deliver Modern Data Protection.Veeamprovidesa single platform for protecting Cloud, Virtual, Physical, SaaS and Kubernetes environments. The vision of Veeam’s60 person strong‘Sales Acceleration’ team is to provide world class enablement to the organizationof 4,300+ employees.Sales Acceleration is focused on executing global onboarding, sales methodology, and product training. Sales Acceleration consists of a Global Enablement Programs team, supported by three “Geo” teams. These are dedicated to enablement in theEMEA, AMER and APJglobal office hubs.The team aims to ensure all internal and external learners receive the same skills-focused opportunities to support growth. The Sales Acceleration team focuses on aligning with the strategies, needs and goals of the wider business,whileensuring we partner to build strong relationships with key business stakeholders.

This year we haveovercome many obstacles regarding the business’s shift to working virtually due to the pandemic. In the last 12 months, the Sales Acceleration team has shiftedallour trainings to be delivered virtually. With this, we have adopted new techniques for engagement, and a fresh take on how trainingcanbe given. A program called High Velocity Onboarding was previously developed as an in-person2-weektraining for all new hires.This programpivoted in a matter ofthreedays to be delivered virtually as Veeam’s offices shut down during the pandemic. The business needed Onboarding to continue despite office closings, so Sales Acceleration developed a solution to deliver virtually.

Anotherachievement Sales Acceleration conquered this year is calledPipeline Generation Initiative, or PGI. The need for this program became evident during a time when sales teams were experiencing challenges with pipeline.The business expressed a need that sellers lacked structure for pipeline development and needed a new approach. PGIwas created by Sales Acceleration to improve sellers’ confidence on the phones by holding meetings to support their needs, questions, and issues in preparation for dedicated prospecting sessions.

Sales Acceleration isdedicated to exceeding all stakeholder expectations and building strong partnerships with the wider business. Performance metrics for our main initiatives are as follows:
High Velocity Onboarding:By measurementof the following metrics, (Q1 2021), Veeam increased speed to productivity.

  • 14 days on average to the first opportunity created by an Inside Sales Associate. (past average days were 30+)
  • 50% reduction in average days to first productive call, compared to Q1 2018
  • Net Promoter Score of 98
  • Instructor Quality Goal – 4.5/5.0, Actual- 4.9/5.0

Pipeline Generation Initiative:Data analyzed over six months (Q3/Q4) showed an extremely positive financial influence on the business. Upon further evaluation, it was estimated that a significant percentage of the entire America’s Pipeline was directly attributed to the Pipeline Generation Initiative. It was theweekly gains that substantially turned the trajectory of each segment’s course toward a positive momentum. Before the program, each segment weekly pipeline quotas challenging, and after the program each segment was surpassing the quotas.The leading data of H1 shows an impressive influence to pipeline, which can be attributed to the PGi program.

By tracking and measuring each of our programs through an agreed Phillips ROI model, we are able to access success metrics data from learner feedback tobehaviorchanges, and business impact data.This allows us to gain unique insights intoallour enablement initiatives, identifying and addressing challenges if they should arise.